Sales Is King

Summary In this engaging conversation, Dan Sixsmith interviews Aparna Khurjekar, the Chief Revenue Officer of Verizon Business. They discuss the dynamic challenges and opportunities in the telecom market, the importance of innovation, and how to drive a positive culture within a large organization. Aparna shares her insights on the role of AI in enhancing sales efficiency, the significance of mentorship, and her personal journey in the tech industry. The conversation emphasizes the value of authenticity in sales, the need for continuous learning, and the importance of defining success on one's own terms. Takeaways Aparna emphasizes that there are only opportunities, not challenges, in her role. Innovation is crucial for staying competitive in the telecom industry. Knowledge is the best equalizer in the workplace. Building a culture of kindness and integrity is essential for success. Sales is about building relationships and trust with customers. Feedback is a gift that helps individuals grow and improve. Success should be defined by personal fulfillment and choices. Social selling is an untapped opportunity for connecting with customers. AI can enhance sales efficiency by reducing cognitive load on sales reps. Mentorship plays a vital role in personal and professional development. Chapters 00:00 Introduction and Aparna's Role at Verizon Business 01:31 Solving the Technical Needs of Businesses 02:54 Innovation and Staying in Touch with Customer Needs 07:07 Influencing Small Medium Business Needs 08:42 Building a Culture of Integrity and Kindness 09:37 The Power of Collaboration and Being a Student of the Business 32:29 Unlocking Sales Potential through Learning and Growth 34:45 The Power of AI in Sales Efficiency and Performance 39:42 Tying AI Solutions Together for Maximum Impact 46:42 Building Authenticity and Trust through Social Selling 53:36 Balancing Digital and In-Person Sales for Success 01:00:09 Defining Success on Your Own Terms 01:02:05 artsEntertainment-intro-high-long.wav

In this conversation, Dan Sixsmith interviews Andy Paul, a sales expert and author, about the state of affairs in sales and the key issues that sellers face. They discuss the impact of technology on building relationships, the importance of focusing on outcomes rather than pain, and the role of responsiveness in creating a positive buyer experience. They also highlight the need for sellers to differentiate themselves in a crowded market and the significance of first impressions and perceptions in sales. Overall, the conversation emphasizes the importance of understanding buyers and helping them make informed decisions. In this conversation, Andy Paul discusses the importance of understanding the true productivity of a seller and how to enable them to be more effective. He emphasizes the need for sellers to focus on providing value and helping buyers make progress in their decision-making process. Andy also highlights the importance of asking the right questions and being creative in sales. He shares his own journey in sales and the lessons he learned along the way. Takeaways Selling is a human-to-human business, and the fundamentals of sales have not changed despite advancements in technology. Sellers should focus on understanding buyers' priorities and helping them make informed decisions rather than solely trying to persuade them to buy. The low win rates in sales are a result of sellers not paying enough attention to the buyer's experience and not differentiating themselves effectively. Responsiveness and creating a positive buyer experience are key factors in winning deals and building rapport with buyers. First impressions and perceptions are crucial in sales, and sellers need to make a strong initial connection with buyers to stand out in a crowded market. Understanding the true productivity of a seller is crucial for sales managers to identify areas for improvement and enable their team to be more effective. Sellers should focus on providing value and helping buyers make progress in their decision-making process. Asking the right questions is key to understanding the buyer's needs and finding opportunities to add value. Creativity is essential in sales, as it allows sellers to find unique solutions and stand out from the competition. Chapters 00:00 Introduction and the Power of Podcasting 03:02 The State of Affairs in Sales 08:11 The Impact of Technology on Sales 11:03 Focusing on Outcomes Rather Than Pain 19:03 Creating a Positive Buyer Experience 24:57 Differentiating Yourself in a Crowded Market 30:58 The Significance of First Impressions and Perceptions 33:22 The Role of Creativity in Sales

Christina Brady, CEO and co-founder of AI start-up Luster, discusses the challenges in B2B selling and the need for a buyer-centric approach. She highlights the importance of leading indicators and the lack of measurement in sales processes. Brady emphasizes the changing buying behavior of customers and the need for sales teams to adapt. She also introduces Luster, an AI-powered solution that enables salespeople to practice and receive targeted feedback, leading to improved performance and coaching. In this conversation, Christina Brady, CEO of Luster, discusses the importance of practice and continuous improvement in sales. She emphasizes the need for a safe environment for reps to practice and make mistakes without fear of judgment. Brady also highlights the value of senior reps continuing to practice and maintain mastery, rather than becoming complacent. She shares her journey of founding Luster and the challenges she faced in the early stages. Brady attributes her sales success to her background in improv theater, which taught her to think on her feet and build rapport with customers. She also mentions several mentors and leaders who have influenced her career. Takeaways Internal challenges in B2B selling include the reliance on lagging indicators and the lack of leading indicators to measure success. Sales teams often pivot without understanding what is broken or not working, leading to constant changes and lack of measurement. Buyers have always wanted to buy in a way that suits them, and sales processes should be buyer-centric to drive success. The lack of time and tools for training and coaching sales teams hinders their ability to improve and adapt. Lustre provides a solution for salespeople to practice and receive targeted feedback, leading to improved performance and coaching. Creating a safe environment for reps to practice and make mistakes is crucial for their growth and development. Senior reps should continue to practice and maintain mastery to stay at the top of their game. Founding a company comes with challenges, but having a supportive network and mentors can make a significant difference. Skills learned in improv theater, such as thinking on your feet and building rapport, can be valuable in sales. Continuous improvement and a growth mindset are essential for success in sales. Chapters 00:00 Introduction and Background 01:14 Challenges in B2B Selling 03:12 The Changing Buying Behavior of Customers 08:05 The Importance of Coaching and Practice 14:29 Introducing Lustre: AI-Powered Solution 20:08 Improving Sales Performance with Data-Driven Insights 30:45 The Importance of Practice and Role-Playing in Sales 35:11 Creating a Safe Environment for Reps to Practice and Make Mistakes 39:25 Continuous Improvement and Maintaining Mastery in Sales 43:04 Lessons Learned as a CEO 48:12 The Influence of Mentors and Advisors 53:38 Applying Skills from Improv Theater to Sales

Summary In this conversation, Daniela Fleischmajer, the US CMO at Kyndryl(an IBM spinoff), discusses the changes in B2B marketing over the past few years and the key challenges faced today. She highlights the shift towards data-driven strategies, increased use of AI and automation, and the changing relationship between sales and marketing. Daniela emphasizes the importance of building relationships with customers and personalizing marketing efforts based on their specific needs and goals. She also talks about the culture and values at Kindle, including the focus on empathy and the willingness to learn and innovate. The conversation concludes with a discussion on the impact of COVID-19 on building relationships and the need to prioritize in-person interactions. In this conversation, Daniela emphasizes the importance of trust, personalization, and building relationships in B2B marketing. She believes that companies need to focus on customer experience and bridge the gap between sales and marketing. Daniela also discusses the evolving role of the CMO and the need for strategic partnerships. She highlights the significance of thought leadership in establishing authority and influencing buyers. Additionally, she mentions the challenges of building brand in the B2B space and the importance of attracting and retaining talent. Takeaways B2B marketing has evolved with the adoption of data-driven strategies and increased use of AI and automation. The relationship between sales and marketing is changing, with a greater emphasis on collaboration and alignment. Building relationships with customers is crucial, and personalization based on their specific needs and goals is key. Cultural values such as empathy, willingness to learn, and innovation are important in driving success. COVID-19 has impacted relationship-building, highlighting the need for in-person interactions and personal connections. Trust, personalization, and building relationships are crucial in B2B marketing. Companies need to focus on customer experience and bridge the gap between sales and marketing. Thought leadership is essential for establishing authority and influencing buyers. Building brand in the B2B space can be challenging, but it is important to have a clear goal and target the right channels. Attracting and retaining talent requires creating a positive culture and providing growth opportunities. Chapters 00:00 Introduction and Overview 02:47 The Changing Relationship Between Sales and Marketing 07:38 Building Relationships and the Role of Empathy 13:37 Kindle: Designing, Building, and Modernizing Enterprise IT 17:09 Creating a Culture of Purpose, Principles, and People at Kindle 42:23 Building Trust and Personalization in B2B Sales 48:51 The Future of Marketing: Technology and Thought Leadership 52:52 Challenges of Brand Building in the B2B Space 55:47 Creating a Positive Employee Experience

Nicole Leffer, an AI advisor to CMOs, shares her journey and insights on AI in marketing. She started an e-commerce company in college and grew it to be one of the top 1,000 internet retail companies in the country. After discovering AI writing tools, she saw the immense impact it had on marketing productivity and quality. Nicole now works with companies to implement AI in their marketing strategies and offers a course on generative AI for B2B marketing. She discusses how AI is revolutionizing content creation, idea generation, and strategy development in marketing. She also predicts that CMOs will become AI orchestrators, leveraging AI tools to control and optimize marketing efforts. The conversation explores the misconceptions and opportunities surrounding AI in marketing. Nicole Leffer emphasizes the need for more people to learn and understand AI, as there is a tremendous opportunity for growth and differentiation. She discusses how AI can improve efficiency and quality, but cautions against relying too heavily on automation without human oversight. The conversation also touches on the future of AI in marketing, including smarter tools, improved natural conversation, and the potential for AI to understand and analyze videos. Nicole offers training and advisory services to help marketers leverage AI effectively. Takeaways AI is transforming content creation and marketing strategy, allowing for faster and more efficient processes. CMOs need to upskill their teams and hire individuals with AI skills to implement and leverage AI tools effectively. The role of the CMO will evolve to become an AI orchestrator, controlling and optimizing marketing efforts with the help of AI. Start with a core AI tool, such as ChatGPT or Claude, and master its features and communication techniques before exploring additional tools. AI can be used for idea generation, content optimization, and strategic planning, providing valuable insights and expertise. There is a significant opportunity for marketers to learn and understand AI to differentiate themselves and take advantage of its capabilities. AI can improve efficiency and quality, allowing marketers to accomplish more in less time. It is important to strike a balance between automation and human oversight to ensure the best results. The future of AI in marketing includes smarter tools, improved natural conversation, and the ability to analyze videos. Nicole Leffer offers training and advisory services to help marketers effectively leverage AI. Chapters 00:00 Introduction and Background 02:44 The Impact of AI on Marketing 06:34 Working with Companies and Evolving with AI 09:13 AI in Content Creation and Strategy 13:49 The Future Role of CMOs 18:26 Getting Started with AI in Marketing 22:34 The Tremendous Opportunity in AI 26:11 Achieving Incredible Results with AI 29:24 Personalization and Efficiency with AI 32:42 The Future of AI in Marketing 36:18 Training and Advisory Services for AI in Marketing

Summary In this episode of Sales is King, Dan Sixsmith interviews Leandra Fishman and Zoe Hartsfield from Apollo. They discuss the current state of B2B sales and the challenges faced by sellers today. They emphasize the importance of personalization and relevance in sales outreach, as well as the need to meet buyers where they are. The conversation also delves into the power of personal branding and influencer marketing in B2B sales. Leandra and Zoe share their experiences and insights on building a personal brand and leveraging it to generate inbound leads. They highlight the value of authenticity and storytelling in connecting with audiences. In this conversation, Dan, Leandra, and Zoe discuss the importance of personal branding and building trust in the B2B space. They explore the role of influencers and how companies are using them as the face of their brand. They also highlight the changing buying behavior of customers, who rely heavily on research and the opinions of trusted thought leaders before making a purchase. The conversation emphasizes the need for a top-notch customer experience and the importance of authenticity and consistency in personal branding. They also discuss the power of short-form video content and the value of building relationships through networking. Takeaways Personalization and relevance are key in B2B sales outreach. Sellers need to understand their buyers and tailor their messages accordingly. Meeting buyers where they are, whether it's on LinkedIn, email, or other platforms, is crucial for successful engagement. Building a personal brand can help sales professionals establish credibility and generate inbound leads. Authenticity and storytelling are effective ways to connect with audiences and build relationships. Influencer marketing in B2B sales involves partnering with individuals who have authority, expertise, and an engaged audience to promote a brand and its offerings. Personal branding is important in the B2B space as it helps build trust and authenticity. Companies are using influencers as the face of their brand to reach their target audience. Customers rely heavily on research and the opinions of trusted thought leaders before making a purchase. A top-notch customer experience is crucial in today's competitive market. Short-form video content is becoming increasingly popular on platforms like LinkedIn. Building relationships through networking is essential for success in sales and marketing. Sound Bites "Instead of spending a bunch of time whining about how hard sales has gotten, it's just going to keep getting harder. It's going to keep changing." "Being the CEO of my own territory, being the captain of my pipeline, it's like, it's a really a mindset shift that I think needs to change." "I learned pretty much everything I know about being a salesperson from the internet, which is kind of wild to think that like I became decent from that." "I completely, like I just started buying stuff. Like I switched my brand over to his." "There is an entire business model today where companies are finding influencers and they're putting influencers as like the face of the company to go to market." "80% of the research is done before buyers even talk to a salesperson." Chapters 00:00 Introduction and Quick Intros 02:00 The Current State of B2B Sales 06:53 The Importance of Personalization and Relevance 14:22 Building a Personal Brand for Sales Success 23:53 Influencer Marketing in B2B Sales 31:12 The Power of Personal Branding and Building Trust in B2B 38:33 The Role of Influencers in B2B Marketing 43:18 Changing Buying Behavior in the B2B Space 45:13 The Importance of a Top-Notch Customer Experience 46:26 Authenticity and Consistency in Personal Branding 48:26 The Rise of Short-Form Video Content 53:09 Building Relationships through Networking

In this conversation, Dan Sixsmith interviews Anthony Onesto, Chief People Officer at Suzy, about the importance of personal branding and building a strong professional network. They discuss the concept of 'who knows you' and how it can impact career success. They also explore the changing dynamics of the job market and the skills and qualities that are in demand. Additionally, they touch on the issue of employee burnout and the need for personalized recognition and support. In this conversation, Anthony Onesto discusses the importance of recognition and work-life integration in the workplace. He emphasizes the role of AI in nudging middle managers to provide feedback and recognition to their employees. He also highlights the need for personalization in recognition and understanding what motivates each employee. On the topic of work-life balance, Anthony believes that it is a fallacy and that work and life are integrated. He also shares his career journey and the role of mentors and advisors in his success. Lastly, he discusses the unique characteristics of Gen Z and the importance of data-driven decision-making in determining remote work policies. Chapters 00:00 Introduction and Guest Background 01:34 The Power of Personal Branding and Networking 08:38 Navigating the Evolving Job Market 13:41 Addressing Burnout and Recognizing Employees 22:09 The Role of Middle Managers in Recognition and Support 31:36 The Role of AI in Nudging Middle Managers 34:25 Work-Life Balance: A Fallacy and Work-Life Integration 36:48 Career Journey: From Accounting to HR in Tech Startups 43:24 Understanding Gen Z: Digital Savviness and Access to Information 47:56 The Future of Work: Remote vs. In-Office 51:11 The Importance of Mentors and Coaches 56:26 High (Long)

In this conversation, Stacey Hanke discusses the challenges that executives face in the current business environment, particularly in terms of communication and personal branding. She emphasizes the importance of being consistently connected and influential in a world that is more connected but less connected than ever before. Hanke also highlights the need for executives to be aware of how they come across and to build trust with their audience through eye connection and effective messaging. She encourages executives to constantly seek feedback and strive for continuous improvement in their communication skills. The conversation explores the importance of building relationships and personal connections in communication. It emphasizes the need for authenticity, empathy, and conscious interaction. The guests discuss the impact of technology on communication and the desire for more personalization and face-to-face interactions. They also touch on the importance of effective communication in networking and building trust. The conversation highlights the role of mentors, personal development, and continuous improvement in achieving success. Takeaways Executives are facing challenges in the current business environment, particularly in terms of communication and personal branding. Being consistently connected and influential is crucial in a world that is more connected but less connected than ever before. Executives need to be aware of how they come across and build trust with their audience through eye connection and effective messaging. Seeking feedback and striving for continuous improvement in communication skills is essential for executives to enhance their personal brand. Building relationships and personal connections is crucial in effective communication. Authenticity, empathy, and conscious interaction are key elements of successful communication. Technology has made communication more impersonal, leading to a desire for more personalization and face-to-face interactions. Effective communication is essential in networking and building trust. Mentors, personal development, and continuous improvement play a significant role in achieving success. Sound Bites "We are less connected now in a more connected world than we've ever been before." "We're taking them to this level of elevation that they don't even realize exists." "Being consistent with your brand is doing what you say you're doing when no one's watching." "Relationships are so important and you have to have influence up and down and sideways" "You're always under surveillance when you really think about it" "We're more connected than ever before with technology, but we're less" Chapters 00:00 Introduction and Overview 05:06 The Importance of Consistent Connection and Influence 07:42 Building Trust through Eye Connection and Effective Messaging 11:53 Seeking Feedback and Continuous Improvement in Communication Skills 32:02 The Power of Relationships and Personal Connections 36:04 The Importance of Authenticity and Empathy 39:48 Building Influence and Personal Brand 43:15 Effective Communication in Networking and Trust Building 48:46 Role Models and Mentors in Success 52:01 Generational Differences in Communication 55:10 The Importance of Personal Development 57:44 Defining Success and Prioritizing Health

Archie Hollingsworth, co-founder and CRO of Fyxer.ai, joins Dan and discusses the current state of B2B marketing and sales and the challenges faced by B2B executives. He emphasizes the importance of being selective and doubling down on what's working in marketing and sales strategies. Hollingsworth also highlights the value of in-person connections and relationship building, even in a virtual setting. He shares his journey of starting an agency business and eventually transitioning to building the product fyxer.ai, an inbox management solution. Hollingsworth encourages individuals to find their domain of expertise and partner with technologists to create innovative solutions. Archie Hollingsworth discusses the importance of enjoying your work and being authentic in sales. He shares his journey from growing up on a farm to entering the startup world. He emphasizes the need to be true to yourself and not try to be someone you're not. He also discusses the role of AI in sales and the importance of warm, relationship-led strategies.. Archie can be contacted through LinkedIn or the Fyxer.ai website. Takeaways Be selective and double down on what's working in marketing and sales strategies. In-person connections and relationship building are crucial, even in a virtual setting. Find your domain of expertise and partner with technologists to create innovative solutions. Starting with an agency business can provide the foundation and profits to build products. Enjoying your work and being authentic are key in sales. Don't try to be someone you're not; be true to yourself. AI can be a valuable tool in sales, but warm, relationship-led strategies are still essential. Chapters 00:00 Introduction and Overview 03:00 Double Down on What's Working 05:49 The Power of In-Person Connections 09:22 Focus on Your Skills and Expertise 14:02 From Agency Business to Product Development 22:27 Early Dreams and Finding Fun in Work 26:24 Archie's Journey: From Farming to the Startup World 31:30 The Role of AI in Sales 36:37 The Power of Warm, Relationship-Led Strategies 39:00 Role Models in the Sales Industry

James Muir discusses the current challenges in B2B selling and the top issues for sellers today. He emphasizes the importance of preventing deals from getting stuck and provides five strategies to keep the momentum going. These strategies include securing executive sponsorship, throttling information, using the perfect close technique, implementing mutual action plans, and reviewing proposals with customers. Muir also shares his personal journey in sales and how he discovered the effectiveness of the perfect close. In this part of the conversation, James Muir and Dan discuss the importance of reviewing proposals with clients and the role of executive sponsorship in the sales process. In this part of the conversation, Muir discusses the different plays or approaches to use when deals get stuck. He explains that there are three main reasons why deals get stuck: sales issues, client indecision, and business case issues. Within each of these reasons, there can be multiple factors causing the stall. He then introduces five meta plays to jar deals loose: inquiry, introducing new information, persuasion, unique messaging, and the Hail Mary circle of influence letter. He also emphasizes the importance of patience and using different disengage messages when necessary. Takeaways The current environment in B2B selling is challenging, with forces outside of selling affecting sales. Preventing deals from getting stuck is crucial, and there are five strategies to keep the momentum going: securing executive sponsorship, throttling information, using the perfect close technique, implementing mutual action plans, and reviewing proposals with customers. The perfect close technique is a powerful way to facilitate a decision and maintain momentum in the sales process. Reviewing proposals with customers face-to-face is essential to articulate the value and prevent deals from stalling. James Muir's personal journey in sales led him to discover the effectiveness of the perfect close and inspired him to write his book. Reviewing proposals with clients is essential to ensure that the scope and value of the proposal are understood and to address any potential misunderstandings. Instead of simply emailing a proposal, it is best practice to schedule a time to review it with the client, allowing for a chance to sell every element of the proposal and tailor it to their needs. Executive sponsorship is crucial in complex sales processes, as it ensures that the project receives the necessary attention and resources to move forward. By asking an executive to be an executive sponsor, you gain access to their network and can leverage their influence to unstick deals and gain support from other stakeholders. A mutual action plan is a project plan for the client to achieve their desired outcome, and it should focus on their goals rather than just closing the contract. Mutual action plans help maintain momentum in the sales process and provide opportunities for ongoing communication and updates with the client. Deals get stuck for three main reasons: sales issues, client indecision, and business case issues. The five meta plays to jar deals loose are: inquiry, introducing new information, persuasion, unique messaging, and the Hail Mary circle of influence letter. Patience is sometimes necessary when deals get stuck, as there may be legitimate reasons causing the stall. Different disengage messages can be used to keep the door open for reengagement. It's important to be selfless and focus on helping the customer throughout the sales process. Chapters 00:00 Introduction and Welcoming James Muir 01:24 The Current Challenges in B2B Selling 05:41 Working with Purchasers and Delegated Procurement 09:31 Overcoming Revenue Goals and Complexity in Selling 11:51 James Muir's Journey in Sales and the Discovery of the Perfect Close 14:26 The Five Strategies to Prevent Deals from Getting Stuck 25:55 Reviewing Proposals with Clients 31:50 The Role of Executive Sponsorship 36:33 Creating a Mutual Action Plan 50:07 Approaches to Unstick Stalled Deals 51:01 The Three Reasons Deals Get Stuck 52:03 The Five Meta Plays to Jar Deals Loose 53:43 The Power of Persuasion in Sales 56:47 Using Unique Messaging to Unstick Deals 01:03:08 The Importance of Patience in Sales 01:06:31 Using Disengage Messages Effectively